Welcome, welcome, welcome to the Prosper Leader membership call.
This is the beginning of the month, so it is our kickoff, how we jumpstart the month.
And today, we're going to be talking something very, very important, I think important to
most of you, and that is how do you attract your ideal client?
What are the steps from finding to meeting them, to connecting, to creating rapport,
having them want to work with you, what are the steps?
And for whatever reason, I'm not sure why, but the metaphor, the analogy of fishing is
what has been coming up for me.
So I don't know if it's because my son is a fisherman, and so as he was growing up,
I watched him fish a lot, or I'm watching The Chosen and Jesus.
And so I'm going to use the analogy of fishing to help you think about attracting your ideal
client.
It really plays through every step of the way, and you know, Jesus said, I will make
you fishers of men.
And so he saw the analogy too.
And so I think it's a perfect analogy to share with you this morning.
But let's start with prayer, and then build from there, okay?
So Father, I just thank you for this day, I thank you for the gift of life, I thank
you for every good and perfect gift that you've placed inside of us.
And I ask that you will equip and empower us by the power of your Holy Spirit to be
able to release the gifts you've placed inside of us to serve a hurting world.
So I ask for wisdom and discernment and direction and understanding as I go forth, that we will
know how to truly show up and allow you to show out through us to touch lives.
So I give thanks in Jesus name.
All right.
So if we look at the analogy of fishing, you can see all of the parallels when it comes
to reaching people, right?
So first, of course, you got to know what kind of fish you want to catch.
And that is really important, because if you're fishing for a swordfish, you don't want to
be fly fishing up a river, right?
If you're fishing for bass, well, unless it's sea bass, you don't want to be out in the
ocean.
And so each fish requires a different, is in a different location, likes a different
kind of bait, different lure, like everything is different.
And so when we look at fishing as a metaphor for your ideal client, that's the first step
is what fish is it that you are desiring?
And so we would call that our niche, our ideal client.
Who is your ideal client?
Now I find this is the number one area that coaches really, and consultants and healers
really fall down on.
They're not clear.
When they come to me and I've talked to hundreds and hundreds, even thousands of coaches, honestly,
and I ask them their niche, and they usually say something like women over 50.
Women over 50 is not a niche, that's half the population.
There's a big difference in women over 50.
So we've got to get much, much more specific, right?
And so getting clear on your niche is the first step.
So that when you're clear, when you're clear, you know what it is that they truly desire,
what's important to them.
You know what their pains are, what is it that they're really struggling with?
And because that's going to become important as you make your offer.
And so really getting clear, the more you know about them, where do they hang out?
You know, a 50-year-old mom who maybe has high school, maybe she's a full-time mom,
homeschool mom, has high school students is very different than, let's say, a 50-year-old.
called CFO in corporate America.
They have totally different needs, desires, pains.
And so the first part of fishing or attracting
your ideal client is getting super clear on your who.
Who is it that you serve?
And I look at this.
I look at niche, also another metaphor, like dating, right?
It's like you're making a match.
And so who would you just absolutely love to work with?
Because I believe we should be in a business that we love.
So who do you connect with?
Who's fun for you to work with?
Who do you enjoy being around, right?
Like for me, it's spiritually minded entrepreneurs.
I just love that.
I love spiritually minded Christian coaches, healers,
in network marketing.
Like they light me up.
It's fun.
And who is going to relate to you?
And who will most benefit from what you offer?
And you get a match, right?
And that's what we want to do with our niche.
We want to have a match.
And so in a lot of ways, you are the bait, right?
Because you're offering you and the gifts God has put in you.
And so how is that connection going to be made?
So step one, determine your who.
Who is it that you're called to work with?
Let me look at my notes so I don't miss anything.
OK, number two then, and this is usually greatly lacking.
The second thing is your value proposition, right?
Your value proposition.
This is actually the bait, OK?
So your ideal client is the fish.
And the value proposition is truly your bait.
And so when you're thinking about the value proposition,
this is your big promise, OK?
So when I do a breakthrough coaching intensive
to help people get really clear on this stuff,
I want to come up with a big result, a big promise.
And I like to think of this and actually create it
as a headline, right?
So what is the problem that you solve?
And most people are not clear on that.
And it's super important.
How do you help?
What transformation will they experience?
How will their life be better changed, enhanced,
working with you, OK?
And so if you were going to put on your website
or on your social media or somewhere,
I would have the big promise as the headline.
That's the transformation that your client will experience.
That's the results that you deliver.
And then I would have the subheadline is the niche, OK?
Let me give you a silly one.
I wouldn't use this, but let's just
say it's overused, OK?
But lose 30 pounds in 30 days, OK?
That's a transformation.
That's a result. That's something everybody wants.
That's why it's so overused, right?
That would be the headline.
Lose 30 pounds or release 30 pounds in 30 days.
And then the subheadline could be for women experiencing
weight gain during menopause.
So they look at the value proposition, the result,
and they go, oh, I really want that.
And that should be, when you share your value proposition,
your result, if you know your ideal client,
that should be the response.
They should say, oh, I really want that.
I really desire that.
And then that subheading, which is the niche,
says, oh, she's a coach for me.
She's a healer for me.
She gets me because I'm in menopause.
I'm gaining weight in menopause.
So there's that connection like, yeah,
she has what I offer, and she's the right one for me, OK?
So that's the first, your who, and then your second,
your what, your value proposition that you offer, OK?
And then next is making your irresistible offer.
So you've put the bait on the hook.
You know what kind of fish.
You know where that fish hangs out,
which is super important, right?
So like bass hang out in a lake under the bushes, right?
Trout are like in moving streams.
You might be fly fishing with a trout.
Swordfish is in the ocean.
So you're hanging out.
You're going to the place where they are,
which is another reason why you need a really clear niche
so you know where they hang out.
And you've put the bait on.
And now you're going to go ahead and cast the line,
and you're going to make an irresistible offer.
That's the third part, making an irresistible offer.
There's two parts, three parts to that.
Making, you got to.
put the line in the water.
Most women, most coaches forget to give a clear offer.
They talk, they build relationship,
but they don't give a clear call to action.
So making a clear, you know exactly what it is,
an irresistible, irresistible offer, okay?
So the offer is the call to action and irresistible,
something that they really desire, okay?
And this is something that just doesn't happen very often.
A lot of times when I'm talking to new coaches
or even coaches that have been in two, three, four,
five years, and I say, do you have packages?
Do you have irresistible offers as packages?
And most coaches go, oh yeah, I've got two packages.
One is a group, one is a one-on-one,
and we meet twice a month and we meet for 60 minutes.
And okay, that is not irresistible, why?
Because you're focusing on features,
not benefits, not results.
So here's something I learned actually in sales.
I learned it, I think, in network marketing,
probably almost 30 years ago.
And it goes like this, features tell.
Benefits or stories, testimonials sell.
So you really want to be focusing on the transformation,
the benefit, the testimonies, okay?
So features tell, they go to our head,
they put us in an analytical mode,
the outer part of the brain.
So the response you're going to get
is let me think about it.
Never penetrates to the heart,
never goes to the second level of the brain,
the limbic system where your emotions are,
which is where we make decisions.
Remember this, we make decisions based on emotions
and we justify based on logic.
So which one, when you put that bait out there,
is it irresistible and is it tapping into the heart
and the emotional?
So if I'm trying to catch a bass, let's say,
and let's say that I decide I love strawberry shortcake,
okay, love strawberry shortcake,
a little bit of vegan whipped cream, yum, yum, yum.
So I'm going to put strawberry shortcake onto my hook
and I'm going to throw it where the bass hang out.
How many bass do you think I'm going to catch?
The answer, zero.
Why?
Bass don't really care about strawberry shortcake.
Your average client doesn't really care about the features.
That comes much, much later.
What they care about is, can they help me?
Will it work for me?
Can I really get the transformation that I so desire?
That's what makes your packages irresistible.
So I like to think of a package when I'm making an offer,
I like to think about a package like a Christmas package.
Okay, I like to think about a beautiful package
under the Christmas tree.
And the bow is that value proposition.
I mean, it is what I really want.
That bow is so gorgeous,
I'm going to grab that present first.
And then when I open the present,
what's listed in there is not features.
What's in that package,
I like to think of it like a girlfriend gift, right?
I'm sure you've all gotten a girlfriend gift
and it's got like a journal and a candle
that smells so, so good.
Maybe a beautiful pen.
I don't know, maybe some little fufu,
but it's not even just one gift.
It's four or five, six gifts in there.
And they're all so beautiful
and touching and personalized, right?
That's how you want to make your package.
Your package wants to just include
each of the things that they really desire, okay?
So hopefully that helps you.
That's the bait, that's the irresistible offer.
Okay, next thing is the right strategy.
Now this is super big.
One strategy doesn't fit all.
So for example, if I'm going for a trout when I'm fishing,
it's very often, it's a fast moving river,
fly fishing, right?
We got to keep that moving
because the trout are going to jump up
and it looks like flies on the water
and the way that they eat.
And that's something I want you to think about.
How do they normally, what are they?
Where do they hang out? What are they looking for? What do they normally consume, right? And so you
wouldn't put in a moving river, you wouldn't put like a heavy weight and just throw it down and let
it be underneath the rocks. That's the wrong strategy. I could sit there with a heavy anchored
hook in a river all day long and I might get a crayfish or something, but I'm not going to get
the trout. The trout are moving, they're swimming and they're jumping up and they're grabbing for
flies and mosquitoes and all of that and that's why the strategy of fly fishing works. So how does
that apply to when you're coaching and you're wanting to attract or you're a healer or you're
in network marketing, how are you attracting your ideal client? What strategy are you using?
So I've seen two big mistakes when it comes to strategy, when it comes to attracting your ideal
client. Two big mistakes, okay? The first big mistake, which is the most common, is constantly
changing strategies. So in fishing, that would be like putting the weight on, putting it under the
rocks. Okay, that doesn't work. Put a bobber on, put it over there. Okay, that doesn't work. And
they're changing strategies. And in the coaching world, in the consulting healing world, what that
looks like is I watch a guru and they say podcasting is where it's at. So I focus on a podcast
and they say, no, no, another guru says, no, no, you got to do a challenge. So I go over and I start
working on a challenge and my podcasting kind of falls by the wayside and the other says, no, no,
no, you got to have a book. Book is the way. One book to a million. And so it's, oh my goodness, I
got to get risky. And the other one says, no, no, no, it's all about email marketing. And the other
one says, no, no, no, no, it's social media. Just show up on social media every single day. And so
chances are you bounced around. And what I find is coaches are juggling so many balls and they're
trying to be a social media expert and they're trying to be a copywriter and they're trying to
juggle all these things and they're changing their strategy so often they never get results
in any of them. That mistake is so common. If I told you how many times I heard it a hundred times,
a thousand times, you don't get clients that way. Consistency creates momentum. Consistency, you must
have a consistent strategy. Now, the other extreme is to continue the same strategy that doesn't work
month in, month out, month in, month out. I've had people that a coach has told them to do something
which was very out of alignment with their nature. This business needs to be fun. It needs to be in
alignment with who you are. Some people love social media. They eat it up. Other people
just can't stand it. And yet their coach tells them you got to be on social media.
Show up every day. Show up. Show up on social media. Post every day. Post, post, post.
Do a live every single day. And they do that month in, month out, and they stay with the same
strategy one month, three months, six months. At the end of a year, they're getting discouraged.
They still have no clients. Well, that's two things probably going on. Number one, the strategy
probably doesn't match who they are as a person. And number two, I have found, I have studied the
reports for the last 10, 11 years of what converts. In other words, brings a client that actually
gives you money and signs up, enrolls to work with you. What works? Social media is always at the
bottom of the list. So social media is great for building relationships and connecting, but I want
to remind you with social media, you don't own it. You're renting space. And who gets to see? So for
example, in my personal page, I got a lot of pages, but in my personal page, let's say I got 5,000
clients. It's the max you can have. I put out a post. It doesn't mean 5,000 people are going to see it.
It depends what the algorithms decide how valuable this is. And that depends how fast people react,
how much engagement, it depends on a lot of things. So I may put out a brilliant post to
5,000 people or on all my pages to 50,000, whatever, and 20 may actually see it.
You're renting space, you don't control, you can get banned, shadow banned, you do not control.
So as quickly as possible, you want to get off social media and that relationship and either onto
your email list or onto a phone call or something in a way that you have control of.
You can't shadow ban that.
So this is really important in strategy, is finding one that really aligns and one that
really works.
This is something I really teach when I do a breakthrough intensive.
So right strategy for the right fish with the right bait and you're going to have more
success.
Okay, then we get into the art of connecting.
Now this is super important.
I want you to understand in connecting a concept that I learned years ago, which is stage selling,
stage selling.
So let me get out of the fishing analogy for a second.
And although we could use it, let's do it with the fishing.
Okay, so I put the line out there and I feel a little nibble and I jerk it as fast as I
can and I jerk the whole thing flies out into the air and there's no fish on there.
Okay.
Another metaphor, non fishing metaphor would be you're sitting in a coffee shop and having
a cup of coffee or tea or whatever you drink.
And this man sits next to you and he's reasonable looking and he starts a conversation with
you and you've been in about a five minute conversation and he pulls out a box out of
his pocket.
It's a diamond ring and he looks at you and he says, will you marry me?
Now chances are the answer is no.
Not only is it no, but you're like, want to get away from this guy as fast as you can.
Right?
You've been with this guy, you've known him five minutes.
You have no rapport.
He knows nothing about you and he's jumping to asking you to marry him.
Okay.
Uh, now change that a little bit.
He sits next to you.
He listens.
He asks questions.
You find so many things in common.
You build, you know, you know, like, and trust.
You build some rapport.
He says, I've enjoyed this conversation so much.
Can I take you out to dinner?
And you say, yes, stage selling, not ask you to marry, ask you to dinner.
You go to dinner.
You have a wonderful time.
You connect even more, build more relationship.
He says, this has been amazing.
Can I take you on a day trip to the beach or whatever?
And this progresses, okay, now, you know, six months passes and opens the ring and you're
like, ah, okay.
So the same thing happens as you're going for your ideal client.
So many people, like they barely meet and they're like, here's my program.
You want to join my program?
Okay.
And so stage selling, the first step is to know, like, and trust.
The next step is to really identify their needs.
You've gotten to know what their needs, their desires, their pains, then the next step,
you can go into the benefits and the results that you have.
And then you can make a call to action and out of that call to action, there's probably
going to be some objections and you can answer those and you can do that elegant dance until
they're ready to work with you.
And if not, it goes into follow up.
So it's all about creating trust and rapport and stage building relationships.
Okay.
And, um, so that takes me to follow up.
That's the final one.
Um, and by the way, for the sales, successful sales conversation, I do a three hour master
class and a two hour encore Q and a, you can find that at brenda byers.com forward slash
successful dash sales dash conversation.
And, um, if you're a prosper leader member, of course, all my master classes are free.
Okay.
So let's talk about follow-up follow-up.
The fortune is in the follow-up.
I have a masterclass by the same name, same thing, brenda byers.com forward slash fortune
dash follow dash up.
Okay.
The fortune is in the follow-up because most people are not going to say yes and purchase
on the first, uh, connection with you.
Okay.
Uh, the average is eight to 12 touches.
So here's the amazing thing.
Um, very few coaches healers go beyond the third follow-up very few, like less than 10%.
They give up after the third follow-up.
They don't want to be pesky.
They feel they're bothering.
They figured the other person's not interested.
It's already been three follow-ups.
And yet the average person is gonna purchase
between eight and 12.
So that means the gold mine of prospects
are going to the 10%, that follow-up.
That's where 90% of the sales are happening
and only 10% of the people are hanging out.
So the fortune is in the follow-up, okay?
And so that means sticking around long enough.
You know, if you drop a line,
a true fisherman will stay in that place
for a long time until they get the fish.
And they'll keep refreshing the bait.
They'll move a little bit, this side, that side,
you know, go deeper, go a little more shallow,
go under the bushes, like they will stay in and follow up.
And so for me, for follow-up,
I call it the cord of three strands
that cannot be broken, okay?
When I follow up, I use phone and text,
which is the most effective, okay?
You're most likely going to get a sale
if you're talking on the phone.
Texting is the most answered.
So the first part of the cord of three strands
is phone and text.
The second part is email.
People think email is dead.
No, no, no.
The highest percentage of sales comes from email.
So having a consistent nurture sequence.
I email immediately, usually within hours,
but no more than 24 hours from the time
that I have a conversation with someone.
I mean, email immediately.
And then again, on the third day, the seventh day,
the 14th day, once a week during the first month,
and then no less than once a month after that.
So email and then social media, okay?
And I'll reach out, instant message,
posting, doing different things on social media.
So cord of three strands.
So follow-up, follow-up, follow-up.
The fortune is absolutely in the follow-up.
Majority of the money that I've ever made in coaching
has been absolutely by following up,
not on the first call, okay?
So hopefully that has given you some good things
to think about attracting your ideal client.
Who are you reaching out to?
What do they really need?
What do they really desire?
What's the value proposition that you can bring?
What is the strategy?
Are you connecting and are you following up?
I pray this blesses you.
I pray that you prosper in every way.
Just remember, you are a fisher of men.
We're called to take the gifts that God has given us
and release those gifts.
And I'm gonna share one final tip that's super important.
And that has to do with our mindset, our mindset.
If you are coming from a mindset of, I need to get clients,
I need to get more money, I need to get,
in other words, I lack, I lack, I lack,
I need to get, I need to get,
you're not going to fare very well.
Because whatever we focus on expands, first of all.
And if you're focused on getting,
your eyes are on you and they're not on the client.
If you're focused instead of knowing
that rivers of living water flow out of your belly,
like the Bible says, that you are the container of God,
you're the temple of the Holy Spirit,
that you lack nothing, you have the mind of Christ,
you have power and authority, you lack absolutely nothing.
You have every good and perfect gift has been given to you.
And so instead of coming from a place of lack,
we come from a place of compassion and generosity.
And so we come from a place of serving, okay?
And good selling equals good service.
You're serving, you're meeting needs.
And I think about Jesus when he said,
come unto me all you that are heavy laden
and I will give you rest.
He knew his client, right?
They were under Roman oppression.
They were tired, they were weary, they had a heavy yoke.
He said, take my yoke, my yoke is light and easy.
So Jesus knew where they lived
and what they were struggling with.
They were oppressed, they were weary, they were tired,
they were heavy laden.
He spoke to his ideal client
and he gave a powerful value proposition.
He said, I will give you rest.
And then he went about, it says, healing all doing good.
He met their needs first.
He didn't just go, you need a spiritual change.
You'd better snap up, get in church, get in the synagogue,
do what you gotta do.
No, no, no.
If they were hungry, he fed them, right?
If they were sick, he healed them.
If they were just discouraged and dismayed,
he raised them up.
them up. He said, I'm the lifter of your head. He brought hope where they were discouraged.
You see, he reached out and he took from within him, even though he was going through hard times
himself, his eyes were not on himself. It was about releasing the gifts that are in us. And so
I pray that that reminds you, you already are rich. You already are abundant. You already have so much.
Most of you have invested a lot in your experiences, in the lessons that you learned, in the
education, in the books that you've read, in the coaching that you've gotten. You already have this
in you. You don't lack. And so come from that place of releasing what's already in you to change
lives. Not from a place of getting and lack, but a place of giving. And I know that the promise,
give and it shall be given unto you. Press down, shaken together, overflowing. I know that'll be
true for you as well. So I pray this has blessed you and we'll see you again next time. We're
going to go into the mastermind now.